Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations
Identifieur interne : 000622 ( Main/Exploration ); précédent : 000621; suivant : 000623Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations
Auteurs : Roman Trötschel [Allemagne] ; Silke Bündgens [Allemagne] ; Joachim Hüffmeier [Allemagne] ; David D. Loschelder [Allemagne]Source :
- Journal of economic psychology [ 0167-4870 ] ; 2013.
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- Pascal (Inist)
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English descriptors
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Abstract
While promotion-focused individuals conceptualize goals as ideals and opportunities, prevention-focused individuals conceptualize goals as obligations and necessities. Due to these different goal conceptualizations, prevention-focused parties are expected to set the framework for agreements in distributive business-negotiations among parties with different regulatory foci: Specifically, we predict that prevention-focused negotiators reveal a high resistance to concede until their goals are met, but are willing to concede once their goals are fulfilled. In contrast, promotion-focused parties should adjust their concession making to the best attainable outcomes, irrespective of their negotiation goals. Two studies supported these theoretical assumptions: Prevention-focused parties with goals located in the upper range (i.e., high goals) of the 'zone of possible agreements' (ZOPA; e.g., Sebenius, 1992) revealed a high resistance to concede. Hence, they outperformed promotion-focused counterparts-irrespective of whether the latter held low (Study 1) or equally high (Study 2) goals. Conversely, prevention-focused parties with goals located in the lower range of the ZOPA (i.e., low goals) revealed a lower resistance to concede. Hence, they were outperformed by their promotion-focused counterparts-irrespective of whether the latter held equally low (Study 1) or high (Study 2) goals. The findings are discussed with respect to the role of self-regulation and goal conceptualization in the context of negotiations.
Affiliations:
- Allemagne
- District de Münster, Rhénanie-Palatinat, Rhénanie-du-Nord-Westphalie
- Münster, Trèves (Allemagne)
- Université de Trèves
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Loschelder</name><affiliation wicri:level="4"><inist:fA14 i1="01"><s1>Department of Social Psychology, University of Trier, Universitätsring 15</s1><s2>54286 Trier</s2><s3>DEU</s3><sZ>1 aut.</sZ><sZ>4 aut.</sZ></inist:fA14><country>Allemagne</country><wicri:noRegion>54286 Trier</wicri:noRegion><wicri:noRegion>Universitätsring 15</wicri:noRegion><wicri:noRegion>54286 Trier</wicri:noRegion><orgName type="university">Université de Trèves</orgName><placeName><settlement type="city">Trèves (Allemagne)</settlement><region type="land" nuts="1">Rhénanie-Palatinat</region></placeName></affiliation></author></analytic><series><title level="j" type="main">Journal of economic psychology</title><title level="j" type="abbreviated">J. econ. psychol.</title><idno type="ISSN">0167-4870</idno><imprint><date when="2013">2013</date></imprint></series></biblStruct></sourceDesc><seriesStmt><title level="j" type="main">Journal of economic psychology</title><title level="j" type="abbreviated">J. econ. psychol.</title><idno type="ISSN">0167-4870</idno></seriesStmt></fileDesc><profileDesc><textClass><keywords scheme="KwdEn" xml:lang="en"><term>Achievement</term><term>Bargaining</term><term>Experimental study</term><term>Human</term><term>Prevention</term><term>Purchases</term><term>Sales</term><term>Self regulation</term><term>Social interaction</term></keywords><keywords scheme="Pascal" xml:lang="fr"><term>Prévention</term><term>Etude expérimentale</term><term>Réussite</term><term>Négociation</term><term>Interaction sociale</term><term>Autorégulation</term><term>Achat</term><term>Vente</term><term>Homme</term><term>Promotion</term></keywords><keywords scheme="Wicri" type="topic" xml:lang="fr"><term>Achat</term><term>Vente</term><term>Homme</term></keywords></textClass></profileDesc></teiHeader><front><div type="abstract" xml:lang="en">While promotion-focused individuals conceptualize goals as ideals and opportunities, prevention-focused individuals conceptualize goals as obligations and necessities. Due to these different goal conceptualizations, prevention-focused parties are expected to set the framework for agreements in distributive business-negotiations among parties with different regulatory foci: Specifically, we predict that prevention-focused negotiators reveal a high resistance to concede until their goals are met, but are willing to concede once their goals are fulfilled. In contrast, promotion-focused parties should adjust their concession making to the best attainable outcomes, irrespective of their negotiation goals. Two studies supported these theoretical assumptions: Prevention-focused parties with goals located in the upper range (i.e., high goals) of the 'zone of possible agreements' (ZOPA; e.g., Sebenius, 1992) revealed a high resistance to concede. Hence, they outperformed promotion-focused counterparts-irrespective of whether the latter held low (Study 1) or equally high (Study 2) goals. Conversely, prevention-focused parties with goals located in the lower range of the ZOPA (i.e., low goals) revealed a lower resistance to concede. Hence, they were outperformed by their promotion-focused counterparts-irrespective of whether the latter held equally low (Study 1) or high (Study 2) goals. The findings are discussed with respect to the role of self-regulation and goal conceptualization in the context of negotiations.</div></front></TEI><affiliations><list><country><li>Allemagne</li></country><region><li>District de Münster</li><li>Rhénanie-Palatinat</li><li>Rhénanie-du-Nord-Westphalie</li></region><settlement><li>Münster</li><li>Trèves (Allemagne)</li></settlement><orgName><li>Université de Trèves</li></orgName></list><tree><country name="Allemagne"><region name="Rhénanie-Palatinat"><name sortKey="Trotschel, Roman" sort="Trotschel, Roman" uniqKey="Trotschel R" first="Roman" last="Trötschel">Roman Trötschel</name></region><name sortKey="Bundgens, Silke" sort="Bundgens, Silke" uniqKey="Bundgens S" first="Silke" last="Bündgens">Silke Bündgens</name><name sortKey="Huffmeier, Joachim" sort="Huffmeier, Joachim" uniqKey="Huffmeier J" first="Joachim" last="Hüffmeier">Joachim Hüffmeier</name><name sortKey="Loschelder, David D" sort="Loschelder, David D" uniqKey="Loschelder D" first="David D." last="Loschelder">David D. 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